Chief Revenue OfficerThreeSixty | Tonawanda, NY (Buffalo area) | Hybrid
The OpportunityThreeSixty is seeking a growth-oriented Chief Revenue Officer to build and lead our revenue organization through the Company's next stage of expansion.
Founded in 2005 and headquartered just outside Buffalo, we acquired Manzella Marketing in 2023 to become one of the largest agencies in Western New York. Our team of 30-plus serves more than 700 accounts across WNY and several markets beyond it.
The person we have in mind has likely taken a company from a few million in revenue into the eight figures and wants to do it again with more leadership control than they had the first time. This is a seat on our senior leadership team. You will help set the company's goals, budgets, and long-term direction, then own the revenue side of delivering them.
A note on level. We are posting this at the CRO level because that is the scope of the work. If you are a Director, VP of Sales or VP of Revenue ready to step into full ownership of a company's revenue function, we want to hear from you. Finding the right leader matters more to us than the title we assign on day one.
Position PurposeThe CRO owns the execution of the Company's revenue strategy, integrating new business development, account management, client growth and success, revenue forecasting, and CRM optimization into a disciplined and predictable revenue organization. Working with the CEO and Executive Leadership Team, the CRO builds the team and the operating discipline our growth depends on.
Key ResponsibilitiesThe first year will weigh most heavily toward new business development and expanding the team.
1. New Business DevelopmentLead a proactive, modern approach to acquiring new clients.
- Develop and execute the new business development strategy with the (BD) team
- Personally participate in strategic opportunities
- Build a healthy, predictable pipeline
- Coach and develop business development capability across the team
2. Revenue Team Leadership and Talent DevelopmentLead the existing revenue team and expand it into a high-performing organization.
- Lead the Account Executive (AE) and Customer Service (CS) sales teams
- Recruit and develop new revenue talent as the team grows
- Set clear expectations and hold the team to them
- Run regular coaching, pipeline reviews, and performance conversations
- Develop our future revenue leaders
3. Revenue Strategy and AccountabilityOwn the Company's revenue plan and the results it produces.
- Develop annual and quarterly revenue plans that drive execution
- Establish goals, KPIs, and forecasting expectations
- Monitor performance and adjust execution
- Build a culture of accountability and continuous improvement
4. Account Management and Client GrowthLead the account management function and client success.
- Establish account management standards
- Strengthen senior-level client relationships
- Drive retention, expansion, and long-term client success
5. Revenue Systems and CRMOwn the CRM as the trusted source for pipeline, forecasting, and client intelligence.
- Optimize CRM and revenue systems
- Improve forecasting, reporting, and analytics
- Establish disciplined sales processes for the entire revenue team
- Set the standard for pipeline accuracy and data integrity across the team
6. Senior Leadership and Cross-Functional CollaborationHelp set the direction of the Company, not just the revenue plan.
- Contribute to overall goals, budgets, and long-term objectives as a member of the senior leadership team
- Partner with Marketing on lead generation, demand strategy, and campaign ROI
- Partner with Finance on department budgeting, forecasting, compensation planning, and pricing
- Partner with Operations to ensure sold scope aligns with delivery capacity and margin expectations
- Support strategic planning and quarterly reviews
How Performance Is MeasuredPrimary measures: growth in recurring and retained revenue, new business acquisition against target, client retention, account expansion value, and forecast accuracy.
Supporting indicators: qualified pipeline volume and conversion, average engagement size, sales cycle length, and team performance against goal.
Qualitative impact: revenue predictability, healthy alignment between sales and delivery, and a sales culture that holds up over time.
First 90 Days- Days 1 to 30. Understand the business, services, culture, and growth strategy. Build trusted relationships with leadership, employees, and key clients.
- Days 31 to 60. Assess the revenue organization, CRM, forecasting, and account management practices. Identify opportunities to improve execution and performance.
- Days 61 to 90. Present a revenue plan with targets, forecasting expectations, and quarterly milestones, and begin building/expanding the team.
Ideal Qualifications and ExperienceThis describes the strongest candidate profile rather than a list of hard requirements. We would rather speak with someone who has an unconventional path and the right instincts than pass over them for a missing line item.
- Experience leading a revenue team, or a track record as a top producer with strong coaching instincts ready for a player-coach leadership seat
- Demonstrated success acquiring new business and growing existing accounts
- Senior-level selling, negotiation, and relationship management, with comfort selling to owner-led, mid-market, and regional clients
- CRM leadership, pipeline management, forecasting, and analytics-driven decision making
- Strong financial and analytical skills, including familiarity with unit economics, margin, and capacity planning
- Genuine interest in recruiting, coaching, and developing salespeople
Preferred industry experience: advertising, digital marketing, marketing services, branding, creative services, professional services, technology-enabled services, technology or automation consulting, IT and managed services, or SaaS.
The Ideal CandidateAn experienced revenue leader ready to build and lead a complete revenue organization, equally comfortable developing strategy, coaching people, setting goals and budgets, participating in executive sales conversations, improving systems, and creating a culture of accountability.
They are hands-on by instinct. At our size, the CRO does not only “direct” the pursuit. They participate in it. The right person is energized by directly engaging in the activities themselves.
They are also a consultative seller. The compliment we hear most often from our clients is that we were not pushy. That reflects a deliberate choice about how we sell, and we intend to keep it. We want problem solvers that engage, listen, confirm needs, and find solutions… We do not sell widgets to the masses.
They are drawn to the chance to build people, strengthen client relationships, improve systems, and help control the direction of the entire company.
Compensation and Details- Base salary: $80,000 to $120,000, depending on experience, industry, and proven history
- Incentive compensation: uncapped and tied to department performance against the revenue, retention, and growth targets established with the CEO and leadership team. There is no ceiling on what this role can earn. Hit the goals you help set, and the compensation follows.
- Expected earnings: total compensation of $130,000 to $160,000 following year one at target performance, with room above it
- Location: hybrid and in-person at our Tonawanda office just outside Buffalo
- Travel: regular travel throughout Western New York for live client meetings and in-person team management
ThreeSixty is an equal opportunity employer. We consider all qualified applicants without regard to any characteristic protected by applicable law.
